HackerNews Readings: The Challenger Sale: Taking Control of the Customer Conversation

All Time Past 6 Months

Propaganda

Edward Bernays and Mark Crispin Miller

4.7 on Amazon

6 HN comments

Cracking the Coding Interview: 189 Programming Questions and Solutions

Gayle Laakmann McDowell

4.7 on Amazon

6 HN comments

Working in Public: The Making and Maintenance of Open Source Software

Nadia Eghbal

4.6 on Amazon

6 HN comments

The Manager's Path: A Guide for Tech Leaders Navigating Growth and Change

Camille Fournier

4.6 on Amazon

6 HN comments

Open: An Autobiography

Andre Agassi, Erik Davies, et al.

4.7 on Amazon

6 HN comments

Getting to Yes: Negotiating Agreement Without Giving In

Roger Fisher , William L. Ury, et al.

4.6 on Amazon

6 HN comments

Lonesome Dove: A Novel

Larry McMurtry

4.8 on Amazon

6 HN comments

The Mind Illuminated: A Complete Meditation Guide Integrating Buddhist Wisdom and Brain Science for Greater Mindfulness

John Yates , Matthew Immergut , et al.

4.7 on Amazon

5 HN comments

The Visual Display of Quantitative Information

Tufte and Edward R.

4.6 on Amazon

5 HN comments

The Challenger Sale: Taking Control of the Customer Conversation

Matthew Dixon and Brent Adamson

4.5 on Amazon

5 HN comments

Talking to Strangers: What We Should Know About the People We Don't Know

Malcolm Gladwell and Hachette Audio

4.5 on Amazon

5 HN comments

Ready Player One

Ernest Cline, Wil Wheaton, et al.

4.7 on Amazon

5 HN comments

Lolita

Vladimir Nabokov

4.3 on Amazon

5 HN comments

The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail

Clayton M. Christensen, L.J. Ganser, et al.

4.5 on Amazon

5 HN comments

Tiny Habits: The Small Changes That Change Everything

BJ Fogg Ph.D

4.7 on Amazon

5 HN comments

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dave_sullivanonJune 27, 2021

Read SPIN Selling and The Challenger Sale. Only 2 good sales books, takes a reasonably sophisticated approach of interviewing salespeople and then doing PCA on their responses to generate clusters of sales behavior and then noting "the challengers" are most successful.

verdvermonMar 31, 2021

You have to convince both, if you haven't read The Challenger Sale, it's highly recommended

*convince is not a great word

mcbishoponJune 28, 2021

I recommend the book: The Challenger Sale. ...Know your domain really well, and know how your customer could fail in coming years. With their best interests prioritized, be comfortable challenging them to boldly step up their game. (This approach only works out financially if you're selling an awesome product / service!)

gwbrooksonJune 27, 2021

If you can afford it: Sandler sales training. They're not the only solution, but they're very good and (at least in the past) part of your fee includes lifetime access to go back and retake the training, freshen up your skills, etc. (I'm not affiliated, but I did go through their training; it made me the best salesperson in my circle of small-consulting-shop friends and colleagues.)

If you can't afford it? Read The Challenger Sale, a data-backed look at the most effective techniques.

verdvermonMar 29, 2021

"exaggerating" is typical in sales

You'd need one client to back up that experience

You can speak to higher level concepts and customer concerns that are there besides the tech and sell as to why you are better to handle those.

Showing that you've seen numerous situations, and point out pitfalls they haven't considered can help

Read The Challenger Sale if you haven't